Director, Enterprise Sales

About the job:

The Director of Enterprise Sales is responsible for driving revenue growth, customer acquisition, and strategic account expansion within the enterprise customer segment. This role develops and executes enterprise sales strategies, leads a team of enterprise sales professionals, and builds relationships with senior customer stakeholders to secure complex, high-value business opportunities.

The Director oversees the enterprise sales pipeline, manages strategic deal execution, and ensures alignment between customer business needs and the organization's products and services. Working cross-functionally with Marketing, Product, Solutions Engineering, Finance, Legal, and Customer Success, the Director drives sales performance, strengthens customer relationships, and achieves revenue and profitability objectives.

What you will do:

Enterprise Sales Strategy and Revenue Growth

• Develop and execute enterprise sales strategies to achieve revenue, new customer acquisition, and account expansion targets.
• Identify and prioritize enterprise prospects based on market opportunity, customer potential, and strategic fit.
• Drive new business development and expansion opportunities across large, complex customer organizations.
• Establish sales plans, pipeline coverage targets, and account prioritization strategies.
• Develop strategies to penetrate new enterprise accounts and increase share of wallet within existing customers.

Strategic Account and Customer Relationship Management

• Build trusted relationships with senior executives, business leaders, and key decision-makers within enterprise accounts.
• Guide account planning and opportunity development for high-value customers.
• Support complex negotiations, commercial proposals, and contract discussions.
• Ensure sales strategies address customer business objectives, procurement requirements, and stakeholder priorities.
• Partner with Customer Success to support retention, renewals, and account growth where applicable.

Sales Leadership and Execution

• Lead, coach, and develop enterprise account executives and sales managers.
• Establish clear sales targets, performance expectations, and accountability measures.
• Provide guidance on enterprise sales methodologies, deal qualification, negotiation, and closing strategies.
• Lead pipeline reviews, opportunity assessments, and sales forecasting activities.
• Build a culture of ownership, collaboration, customer focus, and performance excellence.

Complex Deal Management

• Oversee strategic opportunities involving multiple stakeholders, lengthy sales cycles, and significant contract values.
• Coordinate internal resources to develop customer-specific solutions and proposals.
• Partner with Solutions Engineering, Product, Legal, Finance, and Procurement teams to address complex deal requirements.
• Support pricing strategy, commercial structuring, and contract negotiations within delegated authority.

Performance and Cross-Functional Collaboration

• Monitor revenue attainment, pipeline health, conversion rates, win rates, and forecast accuracy.
• Analyze enterprise market trends, competitive positioning, and customer buying behavior.
• Collaborate with Marketing and Business Development to strengthen enterprise lead generation and pipeline development.
• Partner with Customer Success and Delivery teams to support successful customer onboarding and long-term value realization.

What you will bring:

• Bachelor's degree in Business, Marketing, or a related discipline, or equivalent experience.
• Typically 8–12+ years of B2B sales experience, including significant enterprise sales leadership.
• Proven track record of achieving enterprise revenue targets and closing complex, high-value deals.
• Experience managing enterprise account executives, sales managers, or strategic account teams.
• Strong understanding of enterprise buying processes, executive stakeholder management, procurement, and commercial negotiations.
• Demonstrated proficiency in pipeline management, forecasting, account planning, and CRM systems.
• Excellent executive communication, negotiation, coaching, and relationship-building skills.

Key Performance Indicators (KPIs)

• Enterprise new business revenue and quota attainment.
• Strategic account growth and expansion revenue.
• Enterprise pipeline coverage and conversion rates.
• Win rate and average deal size.
• Forecast accuracy and sales cycle effectiveness.
• Customer retention and renewal performance, where applicable.
• Sales team productivity and quota attainment

About Red Hat

Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.

Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.

Equal Opportunity Policy (EEO)
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

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